Ryan Milligan is the VP of Sales at QuotaPath, where he leads sales within a unified go-to-market organization alongside marketing and revenue operations. His career spans Wayfair, data science, performance marketing, and RevOps, giving him a systems-driven approach to sales leadership. Ryan focuses on using clear incentives, aligned teams, and data-backed planning to drive revenue retention and sustainable growth.

Ryan's catalyst has been learning how to connect systems, people, and incentives to create better outcomes for both reps and the business.

1. On clarity and results

   "What follows that clarity is a level of focus, and that focused attention actually leads to results."

2. On compensation as a tool

   "You can actually use the comp plan to change how your team's performing and operating daily."

3. On career growth

   "A lot of the biggest amount of growth I've had in my career has been in identifying those projects that don't live in the bullet point list of things that they hired me to do."

Ryan Milligan, VP of Sales at QuotaPath, explains how RevOps thinking can be a catalyst for better sales leadership, smarter quota setting, and stronger revenue retention. This episode covers comp plan design, cross-functional alignment, rep confidence, and how data-driven sales teams win in today's market.

VP of Sales, quota setting, RevOps, revenue retention, sales leadership, compensation plans

• Comp plans should guide daily actions

• Simple plans drive clearer decisions

• Bigger incentives change real behavior

• Sales shapes retention before the deal closes

• Quality pipeline matters more than volume

• Incentives should reward long-term fit

• Raise your hand for cross-team projects

• Small initiatives build big skills

• Curiosity creates new opportunities

• Look at the whole system, not just deals

• Data helps remove emotion from decisions

• Neutral thinking builds trust across teams

• Assume positive intent across teams

• Talk directly to solve problems faster

• Shared goals reduce silos

Matt Ferguson is a seasoned sales leader and coach with a global reach, having worked with clients in over seven countries. Known for his direct, story-driven teaching style, Matt focuses on sales fundamentals, leadership alignment, and the importance of clear communication. He joins the podcast to unpack the noise in modern sales, the misuse of technology, and the role of fundamentals in driving consistent success.

1. "Stories that other people go through benefit people way more, and I think that's in your head."

2. "We all have the same problems in some way…because you're dealing with people."

3. "You saying stuff all the time—you're almost kinda looked at as dad. Like, 'Oh, there goes dad again.'"

In this lively and thoughtful conversation, Matt Ferguson and host Mike explore the true fundamentals of sales—storytelling, project management, communication, and mindset. They tackle AI tools, fake content, and the importance of real human connection in leadership and selling. The episode is packed with insights, humor, and authentic experiences.

ales fundamentals, sales leadership, AI in sales, sales tools, sales communication

• AI note-takers like Elephant are only helpful if you revisit and apply what they capture.

• Sales leaders often hoard tools without gaining insight—intent matters more than tech.

• Use tools like rangefinders in golf: they're useful when aligned with real awareness.

Catalyst Connection: Intentional use of tools sparks clarity and momentum.

• Fundamentals include: asking questions, storytelling, time management, and project management.

• The sales world is filled with "fake fundamentals" that distract from what matters.

• Clarity in fundamentals is what helps reps and leaders progress confidently.

Catalyst Connection: Re-centering on true fundamentals activates consistent growth.

• Misalignment in teams and sales processes usually stems from poor communication.

• Clarify, verify, and create space for others to share—especially in leadership.

• Don't assume people understood what you said; ask them to reflect it back.

Catalyst Connection: Clear communication removes blocks and empowers action.

• Matt brings client stories into conversation to make abstract lessons real.

• Stories create emotional connections and help teams remember and apply learnings.

• Don't hide lessons from clients—share them (respectfully) to help others grow.

Catalyst Connection: Storytelling ignites empathy and shared learning.

• Leaders often believe they must solve every problem solo.

• Team alignment and shared ownership make challenges easier to overcome.

• Create space for "players-only meetings" and organic collaboration.

Catalyst Connection: Asking for help or offering collaboration can be the spark that changes everything.

Find Your Catalyst at findmycatalyst.com

Marcus Chan is the founder of Venli Consulting Group and a top sales coach known for transforming underperforming teams into high-performing machines. With a background that spans individual sales excellence and large-scale team leadership, Marcus brings a laser focus to diagnosing the real problems behind poor sales results—and solving them with intention, systems, and deep-rooted discipline.

"Are you solving a symptom or are you solving the problem?"
"Preparation creates precision."
"Eighty, ninety percent of people float. They just float. They're not intentional."

Marcus shares how sales teams can stop fixing the wrong problems. He explains how better planning, strong systems, and smart leadership lead to real results. With a focus on doing the right work, Marcus shows how to stop floating through the day and start making real progress in sales and life.

• Most teams focus on more activity, not better outcomes.

• Real change starts with finding the root cause, not guessing.

• Diagnose first—then fix the problem that matters most.

• 80–90% of people "float" without a clear plan.

• Build routines and systems to stay focused on big goals.

• Being intentional helps you win the day before it starts.

• Many sales managers were never taught how to lead.

• The CHARGE model outlines six key leadership skills:
  Coach, Hire, Align, Run pipeline, Grade performance, Engineer culture.

• Good leadership creates strong teams that perform with purpose.

• Some top reps struggle in leadership roles.

• Honest, safe conversations help leaders find the right fit.

• It's better to step back into your strength than stay stuck.

• Emotional intelligence to understand yourself and others.

• Communication to lead and connect across any team.

• Adaptability to grow through change, not get stuck in it.

Learn more about Marcus Chan and his work at:
➡️ https://www.venliconsulting.com

Looking for that nudge to do the things you are meant to do?
Find Your Catalyst at https://www.findmycatalyst.com
Subscribe to our weekly newsletter and view previous versions at findmycatalyst.com